“Persuasion”, “sales” & “communication” are topics of major interest for obvious reasons – your career & pay, relationships, and mental health are all directly tied to your ability to persuade & influence others. So if you like the brain & persuasion you’re in for a treat. In this article I combine, neuroscience, psychology & NLP, “brain-based” tactics to absolutely skyrocket your ability to persuade and influence people. This isn’t some cheap, hyperbole to get you to sign up & buy something, this is an ACTUAL BRAIN BUFFET ON PERSUASION. As you read the article, you like me, will quickly discover why these brain persuasion tactics are the game changers.
QUESTIONS ANSWERED IN THIS ARTICLE:
- TOP PSYCHOLOGICAL BIASES – Use these, it’ll work every time!
- How to ACE an Interview & Get Hired -even negotiate pay increases before you’re hired!
- THE SIMPLEST MOST EFFECTIVE SALES MODEL
- How to Price your Products
- How you “the employee” can negotiate pay increases with little resistance.
- Dating & Picking up Romantic Partners – Irresistible Attraction.
- Use this Sales-Boosting Principle! It’s already being used against YOU!
- WITY & WILY – How to OVERCOME & INOCULATE OBJECTIONS
- Why NLP is THE GOLD STANDARD for Persuasion & Communication Training
- MY FAVOURITE TECHNIQUE TO PERSUADE PEOPLE!!!
- THE ONE TACTIC TO TRIPLE YOUR SUCCESS RATE PICKING UP ROMANTIC PARTNERS!
- Stop Blaming Your Partner – PERSUADE THEM!
- HOW TO SMOKE YOUR COMPETITION & ROYALLY SCREW THEM WITH BAD ANCHORS.
- How to CONVERSATIONALLY Hypnotize & Influence someone – Effortlessly change how someone thinks about “you” & the competition.
- Linguistic Patterns & Brain Mechanics of Persuasion
- Use this ONE PATTERN to your POINT Across EVERY TIME! – to Bosses, Spouses, Friends, Clients
- ANXIETY Truth Bombs – on how it messes up interviews & dating
- Why Nerves in your Sales-Team Cost you Money & Brand Image.
- Why do nice guys finish last with girls?
- Why are girls attracted to the Bad Boys?
- The NLP techniques to take your Persuasion to the Next Level.
- How to STAND OUT and be #1 Every Time.
- MENTAL MAGIC.
Read, Absorb & Experience the unique & powerful techniques below.
Special Inclusion: Step by Step HOW TO DO AN INTERVIEW FORMULA
Hey mom and dad! Your child stressed about upcoming interviews? Do you have upcoming interviews, big sales pitches or would like to catapult yourself to higher position in your career? Or would you like to learn how to structure your communication to effortlessly persuade & motivate your employees, your children, even your partners (I know be careful now!)?
For whatever reasons you want to become a better influencer, this “HOW TO” PERSUASION MANUAL will help you build the skills to do so. This PERSUASION MANUAL includes a 6 step formula for “HOW TO DO AN INTERVIEW” . The same 6 steps & skills can be applied to business meetings, meetings with teachers to negotiate higher grades, meetings with bosses, dates, you name it. All I ask is that when you use these brain-based skills to score better jobs, bigger pay, new sales accounts, and new and better relationships, that you remember where you learned them from & to pass them on!
Competence is what builds true confidence. The main reason most people are scared of public speaking, sales & putting themselves out there isn’t because there’s something wrong with them or because of their childhood, its because no one has explicitly taught them the skills to be a masterful influencer. We change that now.
In this article I combine Neuroscience, Psychology & Neurolinguistic Programming (NLP), real authentic NLP that is – NLP that I learned directly from the creator of NLP, Dr. Richard Bandler – with practical experience public speaking, working 1 on 1 with clients and persuading and influencing everyone from paranoid schizophrenics to billionaire executives to 3rd graders.
These techniques are rooted in science. They’re based on how the brain works. And most importantly. THEY WORK!!!
Do you know your mind is subject to “psychological biases” & tendencies that you can use to persuade, communicate, sell & influence like never before? I’ve consolidated the best practical techniques, examples & application all into this one manual.
For interviews, sales pitches, dates, meetings, its all about communication & influence. Communication includes the ability to induce particular states in others, build ideas in their mind and lead them to take specific actions. COMMUNICATION is the highest level skill that will upgrade your potential professionally, socially, romantically, you name it. Its all communication, and sales when you think about it.
Maybe you want to use these skills to become richer, or pick up the girl of your dreams or be a better parent & teacher for your kids. Whatever it is, these brain-based communication techniques will allow you to do it all.
I work with many young adults. Typically the first major problem they come in with is anxiety, or limiting beliefs, some form of harmful behaviours. Now once I change that with them, then we get to optimizing things. This is where getting better at taking interviews, public speaking, focus and memory come up.
HERE’S THE MENU
– I’ll first share with you my simple 6 step formula to rock your interview.
– Then I’ll explain the neuro-mechanics of communication.
– Lastly, the psychological principles you want to use to your advantage.
Chris’ 6 Step Formula to Rock Your Interview
- SPECIFIC COMPLIMENTS
- IDENTIFY KEY ATTRIBUTES OF POSITION – ANCHOR THEM TO YOU.
- EMBED COMMMANDS
- ASK QUESTIONS – LIST WHAT YOU WANT
- COMPETITIVE ALTERNATIVES
- AIM HIGH – USE CONTRAST PRINCIPLE
I’ll now explain each step. An in depth analysis of specific Neuromechanics & NLP techniques as well as Psychology Principles will follow.
1. COMPLIMENT THEIR WORKPLACE. VERY SPECIFIC DETAILS.
Humans are suckers for flattery. HUGE KEY POINT: compliments must be well-researched, specific & demonstrate that you pay close attention. More than the average person thats for sure! Do your research and find genuine things that you like about the workplace. Specific things. If you can’t find any thats telling you something. Apply somewhere else!!! Guys, this is also true for women. Don’t just say generic compliments “ohh you have pretty hair” … or for interviews “you have a terrific workplace” … that will work against you. Identify specific details and compliment them on them. It will help you score big. For example, “wow the colour of your dress really brings those beautiful eyes you have”. Or if you like the hair, describe specifically … “Wow your hair is stunning, I really like how your hair shows off that long beautiful neck, and with that necklace … just wow!”
WORKPLACE – Change “I really like your workplace” too … “I love how important creativity & innovation are to this company. I’m intrigued by the workplace culture and how it gives employees the opportunity to explore and cultivate their creativity in order to develop new and better products”.
Chris Wyllie Addition:
“I must warn you though, you better be careful. Having me work in an environment like this, I’m going to be innovating like crazy!You guys have the iPhone 10, I’ll probably have the iPhone 15 done in two weeks! Then the next week make a iPhone 16 thats completely better and makes the iPhone 15 irrelevant … are you sure you’re willing to take that risk?”
2. IDENTIFY KEY ATTRIBUTES OF THE POSITION YOU’RE APPLYING FOR. ANCHOR THOSE QUALITIES TO YOU.
Tell a story about a job you had in the past where you demonstrated all the companies desired qualities in spades. Or if you haven’t done so in a work setting, talk about an athletic competition or academics where you epitomized those exact qualities. Not only that, those qualities were instrumental in helping you to persist through difficulties, solve problems and ultimately lead your team to triumph. Build those big bright elaborate pictures in the listeners mind ladies and gentlemen! Its persuasion we’re talking about here! Immediately following that you embed the exact commands you want to give them.
3. EMBEDDED COMMANDS
…Given the nature of the position and whats required to excel, I know I’m the candidate you want to hire … now first let me ask you a few questions just to make sure we are a perfect fit. (Embedded commands underlined – analogue mark these commands with downward inflection in your voice. To learn & understand the nuances of hypnotic language patterns & voice training come to an NLP Practitioner Seminar.
OR … “since leadership and team-work are so critical to this position … and I’ve excelled at both, both academically and athletically … I know I’m the guy/girl for the job … and now I just need to ask you a few questions to ensure that if I do decide to accept this position that it is truly in both of our best interests.”
NOTE: You do want to ensure that you’re right for the position and the position is right for you. Bad hires are costly to both you and the organization.
4. ASK YOUR QUESTIONS – LIST WHAT “YOU” WANT!!!
Most candidates will just passively be questioned. When you come in and lead with some of your own well thought out questions, plus state key values that are important to you (you’re actually saying these additional ones because you know they are important to the interviewing company 🙂 … we’re being hypnotically sneaky here a bit folks), you immediately stand out. Not only that you’ll show you’re making a reasoned intelligent decision. Its like pricing. If your pricing is $500. It looks somewhat arbitrary and negotiable. But if your pricing is $493, that looks like a specific well thought out number. The same applies for salary demands. The more specific and well thought out, the greater your chance for acceptance. Compare $50,000 per year vs. $52,397. The former you’re likely to get negotiated down … the later you state the amount … plus reasons for your decision, even if they are made up … give reasons, your rent increase, kids off to university etc … Reasons even if illogical get buy in from the brain. Additionally, using the rule of reciprocity … tell the company you’re going to give them additional X, Y & Z above job requirements and in return they’ll give you additional pay. Voila! This is optional. The company may say … “well I don’t need X,Y,Z” … so if you’re going to say you’ll add those in … make sure they tell you those things are important first!!!
Here’s an example to ask your boss:
“So my current job description is A, B, C … if you were to add three duties to my job requirements, that would be highly beneficial to the company, things that you think you need, what would they be?” Then if they say X,Y,Z … you have it in your back pocket. Also identify, what value would these additional X, Y & Z bring to the company? ($X dollars). Lets say … the boss then says … “well X Y Z aren’t really important to me” … you say, well 15 minutes ago you told me they were … actually you told me they’re specifically worth $10,000 … and I only getting $2,397, the company gets $7,603. Seems like the company gets a great deal out of this, do they not? So which one is it? Now adding $7,603 of value to the company seems like a great idea to implement doesn’t it?
5. LIST SOME COMPETITIVE ALTERNATIVE OPTIONS
Leverage the scarcity principle: The scarcity principle is that when something becomes less available we desire it more.
“So I like you … want to make sure I’m in the right situation where I can grow, excel, and utilize my talents … I’m also considering competitive OPTIONS A, B & C … though this position is one of my top preferred choices”. I would just go with “one of” top positions, not “top” position. We’re playing a little bit of the come away closer game like dating.
Competition for your services immediately increases your desirability. The same for sales. If you have a customer on the fence about buying something … you can say “well I’m completely out of stock anyways … so it wouldn’t’ even matter if you really really wanted it” … they go, “really, I actually really want it” … I go, “… are you sure, you’re not just saying that? … I guess I can see if I can find one more in our inventory … I probably won’t … but I’m only going to go through the hassle if you really want it, and will commit now to buying it”. Post Decision Bias – once we make a decision, we create reasons in our mind to strengthen why we bought it. Car salespeople do this as well – they get you to commit to buying the car … hence your brain consciously & unconsciously strengthens your reasoning for buying the car … then at the last minute they introduce additional fees. Now that your brain has already sold itself, you’re most likely to go ahead with the purchase even with the additional fees. With the fees explicit in the beginning before your decision, the salesperson may not have gotten the sale.
You can even add TIME LIMITS – I need to make a decision by … (X date) … give a reason afterwards … (simply giving a reason why, even if its bogus increases persuasion). Time limits will increase persuasion because of loss aversion*. Companies will be driven to avoid the loss of good candidate more than to find a good candidate elsewhere. Use that to your advantage. It’s not easy to find such talented, hard-working candidates now a days is it?
6. CONTRAST PRINCIPLE – Shoot high.
Aim for the position above the position you’re applying for. For instance if you’re applying for a basic position … start off by explicitly stating, “I’d like to be in position where I can quickly step into a MANAGER POSITION“. By associating yourself with the higher position, by contrast, the basic position will seem like a piece of cake for you. Or if you’re asking for a salary raise to 50K. Start with 60K as your negotiating point, the 50K will seem smaller relatively.
PERSUASION TRUTH BOMB: Each piece of information you’re exposed to, your judgment of it is influenced by the information that preceded it. After reading a dinner menu, at a fancy restaurant with $100, $150 entrees, the $40 steak seems cheap by comparison. Restaurants deliberately put expensive items on the menu, even if they don’t intend to sell them at all. This increases their sales and makes the rest of the menu seem “less expensive”. The best sales clerks do this too. Do they sell you $80 sweater’s, $120 jeans before or after the $900 suit? They always sell you the big expensive suit first! After you’ve bought the expensive suit, then the sweater and shoes seem cheap. Haven’t you had the experience of wanting to go buy a new suit and/or dress and didn’t you end leaving the store with a bunch of additional items you never intended on buying? Yup! The sales clerk was using the contrast principle to put your money in his bank account. Now you know!
You always want to set up and create the frame and context in which the other person sees the information you’re presenting. If I have a client who I know is going to be a pain in the butt, and want a discount … “who’d want a discounted brain anyways?” … I usually will start off with talking about my regular fees with clients which are $250-$500 more than I plan on charging them. After I talk about 3 or 4 success cases where I charged $500 per session … are they really going to try to get a discount on their preferred $125 session rate? I don’t think so.
Or I’ll tell them stories about people who are really cheap, didn’t invest in their brain and were forced to live with their brain problems for the rest of their life. Yuk!!!
Note: Negotiating your price is dangerous. Look, if a client finds out your price is negotiable, it means you could’ve given them the lower price in the first place, but chose not too! Stick to your guns.
They say to me, “I want a discount” … I always go sure, “you want a discounted brain no problem” … which parts of your brain do you want me to leave out? … The frontal lobes? … ohh that’ll be great … your memory will be better but you can’t consciously focus & decide to use it … or better yet which techniques do you want me to leave out? … Hey I’m cool with it … we can do discounted sessions then I can see you 10 times as opposed 1 time … at half the price per session & make 5X the money … sure I’ll give you a discount! You got to train your wits ladies and gentlemen otherwise people will walk right over you – especially clients!
Rule of Reciprocity. If you really want the basic position. Lets say a basic McDonald’s cashier. Don’t go direct and say you want that position. Aim higher as per above. But then state how you’re willing to compromise, by taking lower pay and a lower position in the short-term to work your way up in the company. This compromise on your part will increase the likelihood the company (other party) comprises and does you favours in the future. Its all about the set up. This is especially true for the public speaking, NLP, hypnotic & change work I do on stage.
Mention a friends name. Name dropping can help. Be sure to name someone with good associations anchored to them. Mentioning a friends name increases persuasion … especially with sales … because it anchors “them” to “you”. Now they’re not just dealing with you … but also their friend. Its a lot harder to turn down a friend. Say, “your friend Tina referred me to call you” … instantly that lead is warmed up.
*LOSS AVERSION – people motivated to avoid losses more than achieve equivalent gains.
*PSYCHOLOGICAL REACTANCE – when something, a freedom, a piece of information or a candidate like yourself … when the opportunity is taken away we desire it more. This is why you may want to set TIME LIMITS, for when you need to be hired by. As well, mention some competitors you’re considering. Thats often why in relationships, often when they’re prohibited by others, our parents etc. – we desire them more. Or if you’re no longer with someone why you may desire them more. It’s Psychological Reactance. Take away a FREEDOM, and we desire it more. This is how revolts happen – when previously experienced freedoms are taken away
Liking Principle. Humans are suckers for praise. Even if we know the praise is insincere, it will still influence you. Haven’t you ever said to your partner, “just say this …” … and when they say it, even though you know its lip service, it still makes you feel better doesn’t it? Yes its more important that you “say it” vs. mean it. Caveat: workplace compliments & relationships/social are different.
Similarity Principle: We have a tendency to have a positive bias towards people who have the same characteristics as us, nationality, colour, religion, looks, age/generation “in our days” etc. Look at how the people at your desired work place, dress and carry themselves, their attitudes, beliefs, religious and spiritual preferences etc. Adjust and use it all to your advantage. Convey yourself in a manner that shows you are like them.
One caveat – standing out and being different can be beneficial. This is especially true if you’re applying for a distinct position like CEO or Vice President. Also, like me, if you’re an outside consultant it pays to be different. When I walk in, its not going to be like anything they’ve ever experienced before. Fasten your seatbelts and get ready for the brain enhancing ride of a lifetime.
GET FULL ATTENTION: Rule number one for interviewing, public speaking, flirting, therapy and change work and virtually all communication is to get the listeners full attention.
In a position, where traits such as innovation, creativity are prized and many are competing for “one” position, this is where standing out from the pack, in terms of your style, the clothes you wear, your attitude and your approach can be beneficial.
Most importantly, BE YOU! Others can sense when you’re not being yourself. They can smell the unconscious vibes that something is off. And they’re right! There is something off, YOU! You’re not being you. It’ll make them uncomfortable. Because it’ll be uncomfortable for you to not be yourself. The same is true for dating. Be yourself. Otherwise, if you have to act and be someone you’re not for the rest of your like, man thats a lot of work!
The problem with anxiety is that people get anxious and nervous and then they say and do things that aren’t “really them”. So just relax. Keep breathing. Smile. And go for it. Be you!
If you’re like me you’ll be using these skills and negotiating pay increases before you’re even hired! Hmmm do you know I haven’t even gotten to the nitty gritty good stuff yet! HERE IT IS!!!
NEURO-MECHANICS OF COMMUNICATION
SPEAK AT THE SAME RATE AS THE LISTENER. People understand at the same rate that they speak. If the other person is speaking to you slowly, and you’re speaking at a thousand words a minute, your communication won’t register in their brain. Thats what matters. Not that you actually say what you want to say, but that what you say is actually imprinted in their mind. Likewise if you’re talking to someone blazing along, you’ll want to increase your rate of speech and match them. Match them until you’re unconsciously in rapport and then you can lead. You can test by beginning to slow down your rate of speech. If they go with you. You got them in rapport and entrained. If you don’t you need to do more matching.
YOU GO FIRST. ENTRAINMENT. The very first step in influencing and persuading someone is to go into the desired state you want them to go into, first. If you want them to feel desire and to buy your product, you need to go inside and feel desire first. This is huge for sales. If you’re a sales person and you’re nervous, that nervousness will be reflected in your voice tone, rate, breathing etc. Unconsciously that will be the vibe the prospect will receive and unwittingly, they’ll begin to feel nervous and uncomfortable. If you’re not careful you’ll have just anchored nervousness to your product! You could have the best product ever, but you just made someone unwittingly nervous about it. Phew, its dangerous to be nervous. So just don’t do it!
Note on RELATIONSHIPS: In your relationships, think of the desired states & the ideas you want to plant in your partners minds. Now next time you communicate with them, go into that state first with those ideas in your mind. “… if you want to keep waiting for them “to change” or do something different … then you’re not interested in persuasion and you don’t having the type of relationship you think you want” Its okay to influence people. We can’t not influence people. Might as well do it deliberately! WHO’S GOING TO ENTRAIN TO WHO? Who’s state is stronger? If you’re relaxed & giggly on the inside, I mean really giggly, its going to be hard for your partner to remain a grumpy jerk. Its just the way it works. And if you turn into a grump yourself, well you need to make your state stronger.
Plan ahead. Anchoring. SMOKING THE COMPETITION.
Think of the desired states you want to elicit in the listener. Humour is a fantastic tool to anchor good feelings to you. I always love having clients and prospects talk about things they love, while looking directly at me :). As soon as they start talking about stuff they don’t like I step aside and anchor it somewhere else. This is inevitably the place where I’m going to put all of their objections as well as the competition, so I can be sure that all the bad feelings are anchored to them. Good feelings anchored to me! Ohhh yea!!!
RAPPORT. Rapport is a term thrown around a lot. Rapport that gives you the power to influence comes from MATCHING. Rapport is really matching and being entrained to the other. Once you’re unconsciously synced then you can pace and lead. You can unconsciously match rate of speech, breathing rate, body posture, representation systems (see below), modal operators, meta-programs and so much more. Tune up your senses. We teach you this in an NLP practitioner seminar. The NLP Practitioner Seminar will train you and prepare you to master persuasion, like no other. I teach the real stuff. Unfortunately there’s no standard or regulating body so 90% of the NLP out there is potentially bogus. Or at least not anything close to really good stuff.
PACE & LEAD. See Rapport above.
BE THE CAT. NOT THE MOUSE. In legalese, switch the burden of proof! If you make it a matter of whether they’re good enough for you, it completely gets rid of the question of whether you’re good enough for them. Apply this in interviews, sales & relationships. If you want to be like me, I’ll usually tell them they couldn’t handle me at their workplace, I’d be way to productive. Generate way too many sales. And I just don’t think they have the infrastructure to handle all the additional revenue I’d bring in. Who’s out-witting who here?
Or for potential consulting gigs, I always say … “I just need to warn you I’m not sure your employees can handle what I’m going to do … They go why not? I mean after the techniques I”m going to do, your employees are going to be really happy and really productive! They will have never experienced anything like it. Are you sure you want to hire me?”
Or for relationships, take the prettiest girl … even a stuck up one … use them for practice … and lets say you’re an average looking guy … if you start talking about how she couldn’t handle you … couldn’t handle you in the bedroom, couldn’t handle how caring and considerate you are, and how successful you are … you’ve just turned the tables … if she’s a polar responder … she’s going to polar respond right into your arms. After which you’re welcome refer a whole bunch of clients to me to express your gratitude.
Look it takes practice to be very mentally sharp, quick & agile at persuading others. I keep saying it because its true, there’s no practical skill development course like The Game Changer NLP Practitioner. None. Check out what the last group of practitioners had to say about the course.
SPATIAL ANCHORING – with spatial anchoring you can connect responses and feelings to specific locations. People do it unconsciously. They’ll talk about the things they like on the one hand, and then on the other hand they’ll begin to tell you the things they don’t like. Guess what? Very often the things they like vs. don’t like are represented in those precise different places in their mind. So when it comes time to persuade and close what are we going to do? We’re going to put all the objections in the dislike side (we really want them to dislike and get bad feelings about not buying) and put you and your products exactly on the side of everything they like. Same thing if you’re doing an interview. You on the one hand, the competitors on the other. You can even have the interviewer talk about the best employee they ever had … anchor it spatially … and then talk about some hires they really regret … anchor that spatially … then talk about yourself … fire off the first best-employee-ever anchor and put yourself in the exact same location as best employee in the listeners mind … and your competitors exactly in the location of the hires they regret. BOOM. Money in the bank. Of course we’re talking high level skill here. This isn’t your mini-mouse weekend course. These skills require practical in-person experience.
You can even build the anchors for them from nothing. Talk about things that they really dislike, things they’re unhappy about, mark them out with your hands in the air (lets say on their left). You can also anchor they’re left knee. Say to them … gosh those things must really annoy you don’t they? … Immediately strength the anchor (left knee). On the other hand, have them talk about things they really like and desire, and mark that out on the other side. You can anchor the right knee. Strengthen the anchor … “wow it seems like punctuality (or X) is something thats really important to you isn’t it?” … you generate the response, immediately fire off the anchor and strengthen it.
Now for sales and interviews, specifically your interview, what kind of state do we want to induce? WANTON DESIRE! Have you ever seen something and the moment you saw it, you knew it was perfect and you just had to have it? BOOM! Where-ever they’re eyes move mark it out, anchor it. That is exactly where you’re going to put your resume, your brochure, your sales presentation, every idea you want them to act on with total wanton desire … and UUU wouldn’t now be a wonderful time to …
Simple SALES: INDUCE WANTON DESIRE STATE + ATTACH IT TO YOUR PRODUCT. Credit Dr. Richard Bandler for teaching me that one.
QUOTES – Quotes are a hypnotic language pattern. This is where you tell a story or talk about another person or experience, and in describing that experience, you put in all the ideas and embedded commands you want to give to the person you’re communicating too. Its the difference between walking up to your boss and saying “you’re an asshole” … and saying, “hey I was walking to work, and some guy came up to me and said, you’re a pompous asshole … (then looking at your boss), what do you do if someone walks up to you and says, you’re a pompous asshole?” Of course, rather you can talk about your best friend John … “who had the best boss ever, a boss who really loved to reward good performance. In fact, John received a bonus of $10,000 and he didn’t even ask for it! On a Friday it was just added to his pay check … and boy was John really happy and even more motivated after that … how motivated? John brought in a million of new sales in just a month, after a small $10,000 bonus. Wow …. Now tell me about your bonus structure at this company … “
Get creative ladies and gentleman! It takes practice.
For example, as an interviewee you can tell story about your last position, and how the competition for the job was very high but it was your dynamic personality and unmatched work ethic that earned you the job (or whatever qualities you want to highlight). Then once you got the position, you were able to go far beyond expectations … put in some statistics, numbers … this will re-assure and get buy in from the logical rational part of the brain … for instance, the companies projected increase in sales for the year were supposed to be $100,000 … I ended up increasing sales by $500,000 … it was hard work though I tell you … it was quite a process but I finally got through and built relationships with the companies long-desired prospects. In the process I was able to deliver a 500% sales increase above and beyond expectations.
At which point, you like me, can now begin to talk about the bonuses and pay incentives you received for your efforts. Or you can pace the flip side … of not receiving bonuses hence why you’re looking for a new organization to work for. A company that actually values & pays for results. In other words, this company better give you pay incentives if they’re going to secure your services. Now were talking high level persuasion & hypnotic skills. Again, I cannot point out enough to you how a full 7 day practitioner seminar is necessary to calibrate your brain and give you a firm grasp on these skills.
I’d even have fun with describing qualities of competitors applying for the job and how your boss in your last work-setting hired those types of individuals, during which performance at the company suffered precipitously. However, once he hired employees with YOUR Characteristics, then company performance went back up. Get what I’m doing here??? We’re anchoring negative responses to your competitors and positive ones to you. Even though you are the one bringing all this up. You’re building this representation in their mind. Real brain work.
Of course you need to assess the situation … the other sides motivators … that is what their likely to want to MOVE TOWARDS … as well as MOVE AWAY FROM … and use those to properly frame & present YOU … in a manner in which they are moving away from other candidates and towards you!!! Same for sales. Same for dating. Same for therapy. Away from problems and towards desired results.
LINGUISTIC PATTERNS (hypnotic language)
Given my leadership experience, and high level communication skills I know will excel in this role, with that said, I have a few more questions for you ….
***MOST INTERVIEWEES let the interviewer dictate and ask questions. Come prepared with some questions for them!!! You need to determine whether their position is the right fit for you as well as for them!
– I’m wondering when now would be a good time to hire me?
– So do I start next week Monday or Tuesday (this is a CLOSING technique).
– I’m wondering how you would know if you were looking directly at the candidate you’re going to hire?
For those of you have difficulty closing, go right for it, are you going to pay with cash or credit?
There are three major representational systems our brain’s use to both represent and understand information: VISUAL, AUDITORY & KINESTHETIC. There are 5 total (including gustatory & olfactory), but visual, auditory, kinethetics are generally the main operative rep systems.
An individuals language will tell you how they are thinking, that is, what representational systems they are using to represent information in their mind.
“Tell me about yourself” … (auditory), “well let me first start off by saying, there are so many attributes I’d like to tell you about myself, however the most obvious of which is my ability to communicate and effectively influence others. When people have problems I can really hear what they’re saying and quickly find a solution to the problem. Most importantly, I can take complex subjects & articulate them very clearly.”
The interviewer may follow with … “I hear what you’re saying” … “I see your point” … “I feel where you’re coming from”. TAKE NOTE and feed back the same representational systems to them.
The interviewer might say he’s just trying to get a feel for the candidates … in which case … “sure let me help you get a firm grasp, on why I feel this is the right position for me, as well as why I feel I’m the perfect candidate for the job. I have a very good handle on leadership, and am very in tune with what it takes to motivate others & ensure they are performing at peak productivity” … (Notice I’m using kinesthetic predicates).
The interviewer may say … “show me what you got” … “In this position, my presence will be immediately noticeable. You’ll see how easily and effortlessly I’m able to integrate and work as team, and most importantly, find the unique perspectives, angles and keep expanding the vision for this company so we continue to viewed as the best provider in our industry. You can see me excelling in this position now can’t you?”
The interviewer may say, “I’m looking for individual who can do X, Y, Z” …. then your job is to paint the pictures of X, Y, Z in their mind … let me give you a perspective about my last position … then describe you exemplifying everything they are looking for … you can see why I’d be terrific addition to this organization now can’t you?
This is just the tip of the iceberg.
Tag questions are another NLP linguistic technique. Tag questions pace both sides, that is both congruent & polar responses. Tag questions enable you to easily put ideas into the listeners mind. Tag questions take the form of:
2. Negation, finished with “?”
You can see I’m unlike any other candidate who’ll apply for this position, can you not?
You’d like to learn how to optimize your brain, would you not?
You’d like to be a better more focused & productive you, don’t you? Therefore the 7 day NLP practitioner course, is the course you want to sign up for now, isn’t it?
Obviously you’re looking for an employee who works very hard, values culture & has the talent to progress within the company, aren’t you?
1. Think of an idea you want to put in the listeners mind.
2. Add NEGATION + “?” at end of it.
You’d like to improve your ability to remain calm in interviews, don’t you?
You can see how beneficial it would be to increase your ability influence and persuade people, can’t you?
Now is the perfect time to make a hire, isn’t it? You’ve now found the perfect candidate now, have you not?
AT TRADE-SHOWS I LOVE PUTTING THIS SUGGESTION. It’s the first thing I ask people:
Hello there, “you’d like to learn how to optimize your brain would you not?” They always say, “of course, who wouldn’t answer yes to that question”.
My response, “I know that’s why I asked it!. Now if you want to learn about Neurolinguistics applied for sales and persuasion I can teach you that too!”
*Whats the opposite of talking? Most say listening. If you’re one of those people you’re in big trouble. You see, the more you listen to each and every work “you say” and the particular effect it has on the listener the more you can adjust your syntax and tonality in a manner which propels them to come to the particular conclusions themselves that you wish to give them and/or take the specific actions you plan for them to take. True persuasion.
When you’re giving a speech or interview, all you need to do is listen to each and every word as you talk, and it will tell your brain where to go next. If you have to hold rehearsed ideas in your head it creates anxiety and interferes with your brains natural creativity. Your brain unconsciously generates language. Let it do its job at peak capacity.
STICK TO YOUR GUNS.
Lastly, stick to your method of interaction. Keep your handshake etc. Make them respond to you. This indicates who the leader is. Most people acquiesce. If this is a basic low-level position you’re applying for, sure yield and be as like-able and bubbly as possible. However, for most sales pitches, interviews, dates, you want them adjust to you. Consciously and unconsciously you’re showing that you’re the leader. People are magnetized to leaders.
LEVERAGE THESE PSYCHOLOGICAL PRINCIPLES
1. Better Looking = Smarter. People attribute better attributes to people who are physically attractive. Even though it’s illogical, in the brain better looking equals smarter.
2. SIMILARITY PRINCIPLE – we are biased towards those who are similar to us. We are less likely to steal, and more likely to help those with similar attributes, looks, colour & beliefs.
3. CONTRAST PRINCIPLE – every offer, every number, every piece of information is influenced by the information that proceeded it. If you’re a sales clerk, do you sell the $900 suit first or after the sweater, shoes etc? FIRST! While you may not spend $80 on a sweater, $150 on shoes, they will seem relatively less expensive after being presented with $900 suit. Great sales clerks get you to buy the big suit first, and then afterwards get you buying all the “cheaper”, ties, shoes, sweaters, stuff you never intended to buy in the first place.
INTERVIEW – set your sights a level above the position you’re applying for. This leverages the contrast principle. I had a 19 year old student apply to McDonald’s. In the interview, I told her she should talk about how she’d be a terrific fit for a manager position. I had her describe her leadership, initiative, team-building skills, and how she desired a manager position. Now relatively, the “basic” position for which she is applying, seems like a piece of cake for her. Every piece of information is judged based on the information that preceded it. If you’re interviewing for a basic position, aim for a higher position. Talk about how your qualities will enable you to excel in that higher position. You’ll have just anchored yourself to the higher position. You’ll seem too good for and above the “basic” position. Tell them you’re willing to accept the basic position and work your way up. Guess whats out the door? The idea of whether or not you’re good enough for the basic position. Guess who’s in the door? YOU!!!.
*** BE THE CAT. NOT THE MOUSE.
Too often guys in the dating scene, act like the mouse and try to attract the gorgeous cat. Women know this. Woman do this with guys as well. They wonder whether “they’re good enough”. This resonates in their thoughts, actions and is the vibe they put off.
When you turn the tables, that is, make it so they need to convince you to be with them, then the issue of whether you’re good enough or not for them goes out the window. The same can be applied for interviews. Rather than you convincing them to hire you, you should embed suggestions and presuppositions that its THEM, who has the onus of convincing you to take the position … because after all you’re the ideal candidate & much sought after talent!
Summary: When you make it a matter of whether “they’re good enough for you” it completely eliminates the idea of whether “you’re good enough for them”. They’re at your mercy. Not you at there’s.
Why do nice guys finish last with girls? Because they’re PREDICTABLE & boring. Predictable doesn’t light up the female brain.
Why are girls attracted to the Bad Boys? Bad boys are unpredictable. Un-preditability & novelty stimulates dopamine. All the best stimulant drugs stimulate dopamine. In order words, Bad Boys are more stimulating to the female brain.
*This is also why cell phones – messages, “likes” are so addictive – the unpredictability of reward.
So you’re a nice guy. I encourage you to stay a nice guy. However, you need to become more dynamic & introduce more novelty into your relationship & communication if you want the female brain magnetized to you. Its why wits and humour are so attractive to the brain. You never quite know whats coming. Mystery & novelty is “hot” to the brain.
Now when it comes to interviews and as an employee you want to build a large amount of certainty and predictability in terms of what you’ll deliver, your attitude, approach, skills etc. Though adding in some quick wit & humour can definitely add to your intrigue. More intrigue, more dopamine, more desirability.
I apply this “BE THE CAT. NOT THE MOUSE” principle with my private practice clients and coaching business. They have to convince me on why I should accept them as a client. Not me have to convince them to come for my services. It takes practice to master.
My SALES, COACHING & DATING ADVICE
Can you believe that I have full blown clinically depressed clients convincing me on why they want to and will be happy before I even willing to accept them as a client? I change their brain before I even start & then I send them a bill.
Or skeptics … ohh I love those … I have skeptics for breakfast … plus you think its that easy to just walk in and get a session with me? … I don’t think so … he’s going to have to convince me to work with him.
I fear no objection.
Final caveat. Know the standard norms for behaviour the specific interview you’re doing. I was in Milan, doing fashion week modelling, and I went to chat up the producer and say hello. After the casting process, my manager got a note asking, “why in the heck was I talking to the producer?”. In other words I got penalized for having a personality. Hence I quickly stopped doing the modelling rat race. But hey, if modelling is something you want to do, “now you know, don’t say a word, put on your pouty modelling face and go for it.”
Keep persuading like the super human beings you are ladies and gentlemen. Hard to believe … but we are just scratching the surface.
Now, have I convinced you that I’m 100% the brain expert you want to hire to supercharge your ability persuade others & generate business?
Chris “Precision Persuasion” Wyllie.